About Author
John Cousineau
President, Innovative Information. Thirty years in operations research. Pioneer in internet-enabled business practices. Otherwise, just an ordinary guy.
Monthly Archives: September 2008
It’s easy to underestimate the compelixity of improving B2B sales productivity. Those who do, typically look for a combination of sales training, CRM tools, and process compliance to do the trick. In today’s circumstances, it won’t suffice. It’s getting harder … Continue reading
Posted in Conversations, Metrics, Process, Productivity, Training
Tagged CRM, Sales Manager, Sales Rep
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A client recently shared with other CEO’s his latest impressions of amacus: in June, his sales team hit their numbers for December. It’s an example of what happens when there’s a paradigm shift in enabling sales productivity towards a model … Continue reading
Selling business-to-business is time consuming and effort laden. It’s increasingly taking more time and more effort. String together the findings of several industry studies and it becomes clear that something isn’t working. As noted in our just released whitepaper: win … Continue reading
